Global Business Development Manager

Our vision is to create technology that makes life better for everyone, everywhere — every person, every organization, and every community around the globe. This motivates us — inspires us — to do what we do.

The Global Business Development Manager leads global sales opportunities for acquisition and installed base global customers. The GBDM provides pan-HP leadership to leverage customers global buying opportunities and loyalty. The GBDM develops complex global customer solutions across country, regional and global virtual teams. This is mainly a "hunting" sales role covering the Northeastern U.S. as well as Canadian corporate accounts.

• Assist Global Account Manager in developing regional account relationships to drive sales in the customer organizational model
• Gathers and assesses customer global technical needs within GPO offer
• Actively supports the account team with solution advice
• Proactively provides customer supporting Global Edge collateral to Global Account Managers
• Identify and lead region representation for areas of improvement in Global Edge and SFDC implementation
• Develop and establishes validity of the Global Offer (products, services, solutions, B2B) insure business solution has internal cross region global agreement
• Subject matter expert on all competitive capabilities, including Dell/IBM/Lenovo/Xerox, etc.
• Global team lead for recommendation on CDS & Factory Express solutions for PPS & ISS (in line with Global Offer validation)
• Negotiate pan HP business terms for global contracts and review inbound contracts.
• Collaborate cross BU on mixed mode deals/deployments See below
• Collaborate and lead panHP solution opportunities
• Provide expertise to the Sales Team during the life of a contract to maximize revenues and margin
• Cross-regional coordination and management of all inbound opportunities from presales to won stage.
• Subject matter expert on route-to-market and all non-standard T&Cs (EPT, benchmarking, penalties, etc…)
• Subject matter expert on all global related legal issues for outbound and inbound contracts (contract business terms, LCA, approvals needed, etc…)
• Subject matter expert on SOX compliance
• Subject matter expert for RTM, partner programs / selection on Indirect & hybrid deals
• Single point of contact on Managed Indirect Solutions
• Ensure global sales coverage for new or expanding accounts
• Advise on eBusiness best practices
• Global program training lead to global sales people and country/region FSR/ISR assigned to global accounts
• Own end to end regional management of global governance process by representation in the Global Business Forum
• Region lead in Global Governance model by managing the contract handoff from Global Business Forum to the Global Operation Forum. Transition from contract to operational deployment.

Key Interactions:

• Customer: CEO, IT Director, CIO, CFO, Vendor Management
• Third Party: GRA, ISV, Alliance and SI partners, OEM’s
• Internal: AGM, GAM, PSG Sales specialists, IPG Sales Specialist, EG Sales specialists, Regional Bid Desk, CDS/Factory Express, RBU, Legal, Operations, Channel, WW functions, Region - Country & District Sales Management

Education and Experience Required:

• Bachelor's degree preferred
• Typically 5+ years experience in technical selling
• Technical and/or solution experience in industry

Knowledge and Skills Required:

• Company Portfolio knowledge
• Understands company's global capabilities and solutions
• Strong presentation skills required; develop high-level customer relationships at senior and executive-levels
• Demonstrates a advanced knowledge of company solutions, including company Services
• Demonstrates strong technical capabilities in assigned area of specialization
• Understands data business center components and how IT is used to address business needs
• Demonstrated ability to work as a contributing team member for large complex projects
• Has a high level understanding of the company product roadmaps for BU's within area of specialization
• Understands basic financial and accounting concepts
• Understands customer value chain concepts
• Understands basic business structures and processes in assigned area of responsibility
• Demonstrates good questioning techniques and related communications skills
• Strong technical selling skills